Want to lose your best sales reps fast? Screw up their comp plan. In this episode, we sit down with Antoine Fort, CEO of Qobra, to dig into the classic mistakes that drive top performers out the door. We talk about why overcomplicated plans kill motivation, how underpaying top reps quietly drains revenue, and why immediacy and trust are non-negotiable if you want comp plans to work.

We also get into clawbacks, the mess of usage-based and outcome-based models, and what really happens when you ignore the value of your top reps. Antoine explains why accelerators, recognition, and clear career paths matter just as much as salary, and why forcing high performers into management usually blows up in your face.

(00:00) - Introduction
(00:54) - Antoine's Background and Qobra
(07:01) - Challenges in Sales Compensation
(10:49) - Simplicity in Compensation Plans
(14:16) - Immediacy and Trust in Sales Compensation
(18:57) - You're Underpaying Top Sales Reps
(30:31) - How to Keep Your Best Reps Happy
(39:26) - Commission on Renewing Customers
(41:18) - Retention Strategies for Sales Reps
(44:35) - Hiring New Reps: When and How
(46:02) - AI and Usage-Based Pricing Challenges
(01:00:39) - Differences in Commission Structures: US vs Europe
(01:04:32) - Next Week: Health & Mental Health for Founders

The Practical Guide to Piss Off Your Best Reps (w/ Antoine Fort, Co-founder & CEO of Qobra)